Emotilogical Magic - A key to closing sales.

"Facts open the mind but emotions open...."

Once you have gone to the effort of creating a sales opportunity with your business generating efforts you must make the most of every opportunity. In hard times you cannot afford to leave money on the table.

Every potential client expects you to have a good offer, delivery, after sale service and all other aspects covered. Doing just this is simply not enough anymore. It satisfies their logical side but will that inspire action.

I think we have all looked at a deal and said "yes, it all makes sense" but somehow we have not been moved to act. We think about it for a while or go and look at other offers to compare them. But we did not act.

Don't get me wrong - the logical side of a transaction has to be there because if you do not have a great offer you do not have any chance of making a sale.

But it is the emotional involvement of your clients that makes the difference. When you appeal to them at this level you compel them to action. An old insurance expression comes to mind - "Facts open the mind but emotions open the cheque book!" It is true.

If you can bring emotional involvement into the equation they will say "it looks like a good deal (logic) and I want to do it (emotional)."

The secret is to spend the time to find out what the real and personal reason is for the client to see you and want to buy. What deeper need can you satisfy?

It is an area that is usually so badly done by the majority of sales professionals. They are expert at uncovering the opportunity to make the sale and then go into sales mode to try and fill that opportunity - therefore working at the logical level only.

The time needs to be spent to ask "what would it mean to you to have this problem solved?" Or maybe "what would happen if you did not address this issue?" Such questions will create an entry point into the emotional zone.

Once you have started to do this you need to drill down further and keep asking what this result really means to the client.

For example, if you ask what it would mean if you found a way of increasing their sales by 20% they might say "It would mean I would achieve my sales targets." So what? "Well it means I would increase my profits by 30%" So what? "Well it would mean the business that I have poured my heart and soul into for the last 7 years will have the money it needs to survive and grow."

Now you are getting into the motivators that matter.

Remember that it is vital to work with both the logical and the emotional areas together - The Emotilogical Way.

Emotilogical™

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